FOR SUCCESS - Thompson & Associates · 2019. 9. 25. · Founder & CEO 13 14 15. 9/30/2019 Thompson...

9/30/2019

Thompson & Associates 1

BUILDING A STRATEGYFOR SUCCESS

BRAD KONKLER//VICE PRESIDENT OF PHILANTHROPYCentraCare Health Foundation//[email protected]

GOOD MORNING & WELCOME

QUESTIONS ENCOURAGED!You can write down questions and pass them to the end of

each aisle (towards the center).

We will answer them during Q & A at the end!

Serving the Communities of Central Minnesota for Over a CenturyOur roots go back to 1886 when St. Cloud Hospital was built to serve the health care needs of people living in Central Minnesota. In 1995, CentraCare was formed, which today includes 8 hospitals, 30 clinics, 11 senior housing facilities and 8 long-term care facilities throughout the area.

Communities Served – Urban & Rural

• 13,000 employees

• $1.8 B Annual Revenue

OVERVIEW OF CENTRACARE

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FOUNDATION ORGANIZATION CHART

OVERVIEW OF CENTRACARE

CENTRACARE FOUNDATION Planned & Estate Giving Model:

Why we choose Thompson & Associates over employing a dedicated Planned Giving Officer:o Cutting edge industry knowledge including up to date tax and legal o Enhanced donor and family experienceo Major Gift Officer team approach

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COMMUNITY LEADERSHIP & COMMUNITY BENEFIT PHILOSOPHY

We strive to be a “Leader among Leaders” in Central Minnesota

FOUNDATION STAFF EXPERIENCE Frame-by-frame

Cutting edge legal knowledge & tax law changeso Allows Development Officer (DO) to focus on relationships not US

tax codeo Setting DO Annual Work Plan measurables/metricso DO can build additional cultivation around monthly Thompson

client visit

CLIENT EXPERIENCE Frame-by-frame

Stem to stern concierge service – going the extra mile o Client communications and hospitalityo Promote as an employee/retiree benefito High touch interaction with Major Gift Officers and staff

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Monthly Check-in & Annual Key Performance Indicators (KPI)

o Monthly site meeting with Thompson & Associates’representative Paul Grassmann, J.D., LL.M., FCEPto review:

1) Client Appointments2) Appointment Summary 3) In-Process Report 4) DO Meetings Report

o Annual Summary of Planning Activity……

REPORTING

SUMMARY OF CENTRACARE FOUNDATIONPlanning Activity FY2018

FY18 COMMUNITY BENEFIT AT A GLANCE

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TRUSTED LOCAL ADVISOR Relationships and Referrals

TOP 3 REASONS THOMPSON PROCESSHAS BEEN A WINNER FOR US:

1. Provides high quality service and partnership

2. Values-based planning process

3. The partnership helps achieve high results

CHARITABLE ESTATE PLANNING:WHAT YOUR DONORS REALLY WANT

EDDIE THOMPSONFounder & CEO

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STRATEGICGIVING

Annual

Capital Planned

Give Out of Habit70%

Give Based on Emotion23%

Are Strategic Donors7%

Habitual

Strategic

Emotional

TYPES OF DONORS

WHERE ARE NONPROFITSLOOKING FOR GIFTS?

PlannedNet Worth

AnnualDiscretionary Income

? ? ? ? ? ? ? ? ? ?

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THREEQUESTIONS…

… that must be answered for, and by, clients who are strategic donors!!!

THE THREE QUESTIONS

How much should I leave my heirs?

Do I have enough to live on for the rest of my life?

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03 Would I rather my executor or trustee write a check from my estate to the IRS, or to my favorite charities?

Self-directed charitable gifts

Government-directed tax

Financial independence

Inheritance for heirs

TOTAL WEALTH

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QUESTIONS

o Do the majority of planning clients list philanthropy as the major objective of estate planning?

o Are most parents concerned about giving all of their estate outright to heirs?

o Are trusts excellent tools for asset protection for heirs? o Would planning clients rather give to the IRS or local charities?

TREND100%

Outright Annual Lump

20% 40% 40%

Heirs

PLANNEDGIFTSPlanned gifts are often one of the results

of charitable estate planning!

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FLASHBACKTO CHEMISTRY CLASS

ESTATE PLANNER’S VERSION

MECHANICS OF A TRUST

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CHARITABLE ESTATE PLANNINGVS.

TRADITIONAL PLANNED GIVING

Traditional Planned Giving

• Goal is to secure a gift• Informs donor about the benefits

of a particular type of gift• Based on the organization’s

needs• May generate a gift

Charitable Estate Planning

• Goal is to create the best plan for the donor

• Educates donor about how a gift fits into his or her objectives

• Based on the values of the donor• Typically results in large gifts

“Our donors appreciate the values-based approach to planning.” -Attorney & President of Private School

ESTATE SAMPLE:

Past Gross Income:$47,000

7,80036,00012,000

$102,800

Farm$1,300,000

$1,300,000

CRUT (7%)

Charity

$90,000/YearFor the rest of her life

$588,000 Deduction

Avoid Cap Gains Tax

No Federal or State Estate Tax on CRUT

Current Gross Income:$47,000

90,00012,000

$149,000

81 Year Old - Single Woman$2.4 Million Estate, Low on Cash

ESTATE SAMPLE: No Federal Tax Illustration(Assumes $11,400,000 Fed. Exemption, 40% Estate Tax Rate, and 35% Income Tax Rate)

* Actual future tax rates may be higher or lower at time of death.

$5,800,000

Heirs$3,500,000

Current Planning*Heirs $ 4,338,861Charities $ 0Taxes $ 1,461,139

Taxes$0

Charity$2,300,000

No Federal Tax PlanHeirs $ 3,500,000Charities $ 2,300,000Taxes $ 0

Estate*IRD Assets $ 1,482,000Other $ 4,318,000

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ESTATE SAMPLE: Testamentary Charitable Remainder Trust

* Actual future value of estate and gift may be higher or lower at time of death.** Income Tax calculated at a 28% rate*** Future Values discounted at 3.5% for inflation to arrive at present values

Estate$3,800,000

($2,000,000 in IRAs)

Remaining Assets$1,615,000

Current Planning*Heirs $ 2,890,000Charities $ 0Taxes $ 910,000

Heirs$3,340,000

Taxes$185,000 ET

Taxes$185,000

TCRUT$2,000,000

(7% ROI)Recommended PlanHeirs $ 3,340,000Charities $ 2,896,000Taxes $ 185,000

Charity$2,896,000

5% payoutFor 20 yearsAfter Tax Total**$1,725,000

Present Value ofRecommended Plan***Heirs $ 3,340,000Charities $ 2,855,000Taxes $ 185,000

ESTATE PLAN

Retirement Accounts

Heirs$6,450,000

After Planning:Heirs $ 6,450,000Charity $ 2,400,000Taxes $ 450,000*

Before Planning:Heirs $ 7,200,000Charity $ 0Taxes $ 2,100,000

(potential immediate income & estate taxes)

Credit ShelterTrust

$3,500,000

Charity$2,400,000

Death of the first spouse

Death of the surviving spouse

Passes to Heirsfree of tax

Other Assets $ 2,375,000Life Insurance $ 4,525,000Retirement Accts. $ 2,400,000 Total Estate $ 9,300,000

Health, Education.Maintenance,Support

Taxes$450,000

$9,300,000

Surviving SpouseOutright

$5,800,000

TREND IN ESTATE PLANNING100%

Outright Annual Lump

20% 40% 40%

Heirs

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INTRODUCING & INVITINGDONORS TO THE PLANNING PROCESS

CAROL GRANNON//SENIOR DIRECTOR OF DEVELOPMENTUnityPoint Health//[email protected]

QUESTIONSENCOURAGED!

You may jot down questions and pass them to the end of each aisle (towards the center).

We will answer them at the end!

1. Small-town farm girl

2. Wife, mom, GRANDMA, Fundraiser

MY WHAT

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WHERE IN THE WORLD IS FORT DODGE, IOWA?

o Central Iowa – 90 Miles North of Des Moines, Iowa – Population 25,000o Deep religious rootso Vibrant history of philanthropyo Median household income $42,408

WHY THOMPSON & ASSOCIATES?

o Thoughtful, intentional, values-basedo Solidifies your relationship with the donoro “Refuse to die until you have won some victory for humanity.”

WHO SHOULD YOU INVITEo Singles and couples without children o People with successful children or special childreno Blended familieso Family owned businesseso Philanthropic or community minded peopleo Successful peopleo The millionaire next dooro Leadership, employees, volunteers

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WHO ARE THESE FOLKS?

o Communitarians o The Devouto Investorso Socialiteso Altruistso Repayerso Dynasts

KEEP THE TABLE FULL

o Need motivation? o How well do you know them?

THE INVITATION

o If you don’t ask, they can’t say “yes”o Roll out the red carpeto “You were chosen”o Treat as a major gift ask – it is!o We do this because it’s the right thing to do

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CONVERSATION STARTERSo Lettero Personal appointment

DO WE GET PUSHBACK?

o “Now is not the right time”o “I think you are looking for people with more money than we have”o “We already have a plan”o “We need ten more years”o “We don’t have time”o “My husband/wife doesn’t like to talk about this business”

WHAT’S THE #1 REASONDONORS STOP GIVING?

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MY ADVICE

o God helps those who help themselves!o The harder you work, the luckier you get!o You don’t have to be great to start, but you have to start to be great!

DONOR ANALYSIS, IDENTIFICATION &SUPPORT MATERIALS

CAYCE POWELL, J.D., MBA, FCEP//[email protected]

KATIE GRASSMANN//VP OF CLIENT [email protected]

IMPORTANT!Identifying & inviting the best candidates for our process is key!

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BUT, HOW…?

YOUR DONORDATABASEUse information in your donor database to identify those

who have shown they care for and support you.

FIND YOUR TOP DONORS

Rank your donors by:o Total amount given to youo Number of gifts evero Largest gift

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WANT ADDITIONAL HELPin exporting and prioritizing your donors based on database information?

THOMPSON &ASSOCIATESCLIENT PERKAccess to discounted analyses through Gift Clarity to identify

donors who would be good prospects for the

Thompson & Associates charitable estate planning process.

AVAILABLE ANALYSES

Basic Analysis Detailed Analysis

Donor Analysis• A spreadsheet listing your

top 750 donors, ranked by the likelihood of being good prospects for our charitable estate planning process. The donors are divided into 10 groups.

Basic Gift History Overview• A general overview of your

giving history.

Donor Analysis• A spreadsheet listing your

top 750 donors, ranked by the likelihood of being good prospects for our charitable estate planning process. The donors are divided into 10 groups.

Detailed Donor & Gift History Analysis• A detailed analysis of your giving history,

including, among other observations, a breakdown of your organization’s reliance on top donors.

$1,000

$2,500

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• Top donors exhibit certain characteristics

• A document is provided listing the different data fields Gift Clarity uses to analyze your donors to determine their affinity toward your organization

• Review this document and export your data to include any of these fields you are currently tracking in your donor management system

• For each gift your organization has ever received, please export:

• Donor ID (or name)• Date• Amount• Type

• We only need actual gifts you have received – not pledges or write-offs

Export 1:Donor Data

Export 2:Gift History

These exports should be performed by the person who manages your donor data.Data should be exported into separate Excel spreadsheets (.xls, .xslx, or .csv).

HOW DOES IT WORK?

`

HOW LONGDOES IT TAKE?

Once we receive clean data, you will typically receive your

analysis within 7-10 business days.

SAMPLES

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GIVING TOTALS & VALUABLE DONOR HISTORY

COMPARISONOF ORGANIZATIONTO OUR STUDYRESULTS

FIRST-TIME DONORS

Year of1st Gift 1st Yr Yr +1 Yr +2 Yr +3 Yr +4 Yr +5 Yr +6 Yr +7 Yr +8 Yr +9 Yr +10

2006 940 53 67 43 81 76 77 60 78 79 592007 407 57 33 78 60 58 61 57 64 452008 782 68 116 124 107 99 110 110 932009 687 113 75 89 71 74 73 612010 602 124 141 101 85 75 582011 824 102 63 61 67 552012 289 31 30 32 222013 547 37 55 352014 938 105 782015 827 1232016 793

Count of Donors

The count of donors giving in subsequent years after their first gift.

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FIRST-TIME DONORS

Dollars given each subsequent year by First-time donors

BREAKDOWN OF DONORS & GIVINGFOR THE LAST 10 YEARS

DETAILED DONOR BREAKOUTFOR THE LAST 10 YEARS CUMULATIVELY

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FOR MORE INFORMATION,AND TO REQUEST YOURS TODAY, VISIT

www.ceplan.com/gcanalysis

WE’RE THRILLED TO ANNOUNCE

New Public Websitewith Eddie’s Blog

New Client Center Client Listserv

EDDIE’S BLOG

New Client Center Client Listserv

Subscribe to Eddie’s monthly blog

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CLIENTCENTER

Access

Login from website’s navigation menu

WHAT’SAVAILABLE

Articles

DonorArticles

Thompson ProcessArticles

Professional AdvisorArticles

NonprofitArticles

WHAT’SAVAILABLE

o Corporate Contacts. ‒ Who to contact for what at

the corporate office, outside of your associate

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WHAT’SAVAILABLE

WHAT’SAVAILABLE

WHAT’SAVAILABLE

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WHAT’SAVAILABLE

GATHERING PLACE

Submit your stories, testimonials, best practices, marketing pieces, and view what others have shared!

WHAT’SAVAILABLE

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VIDEOS

Donor Testimonials

These videos can be:

o Looped during a donor event;o Emailed or mailed via their weblinks; oro Embedded onto your website.

WHAT’SAVAILABLE

Brochures Bio Kit Testimonial Sheets Samples/Templates

Thompson Logo Files Associate Headshot

CLIENT SAMPLES/TEMPLATESNeed inspiration? Peruse samples and templates to duplicate any of the following (and more!):

o Newsletter adso Email inviteso Invitation letter templateso Seminar and luncheon invitationso Flyers and brochureso Magazine adso Notices of Intento Process evaluation & corresponding letter templateo Appointment reminder cards

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PODCASTSClient Training Podcasts

o Getting off to a fast and successful start;o Inviting people into the process;o Keeping the planning table full; and more!

PUBLIC podcast channel available on iTunes and Google Play that includes:

Development Podcasts Estate Planning Podcasts

PODCASTSClient Training Podcasts. We have several training podcasts geared specifically for our clients on

getting off to a fast and successful start, inviting people into the process, and keeping the

planning table full.

We also have a public podcast channel available on iTunes that includes:

Development Podcasts. Hosted by Eddie Thompson, these podcasts share wisdom from some of the nation’s most

seasoned professionals on a wide variety of fundraising-related topics.

Estate Planning Podcasts. Hosted by Cayce Powell, these podcasts focus on basic estate planning principles and

tools with a slant on how planning strategies could benefit donors and nonprofit organizations.

“A GIFT FOR YOU”BROCHURE10-page brochure designed specifically for inviting individuals

and couples into the planning process, detailing who we are at

Thompson & Associates and how the process works.

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HOW TO USE IT?Designed to look like a wrapped gift, this piece was designed

to be a personal ask, given in person, as a way to hand-select

people into the process.

Because this piece explains and breaks down the entire process,

it can also be included in an email to potential planning clients

to learn more about the opportunity.

These may also be mailed out in 9x12 envelopes with a personal

invitation letter.

Announcing Our New CUSTOMIZABLE Brochure

Customize by adding:

o Your logoo Your organization’s name

ASSOCIATE BIO KITShow off your rock star associate with this one-page piece designed to

complement the “A Gift for You” brochure.

This piece can help humanize your associate, making the process

more tangible, comfortable, and inviting.

The associate’s background and education are briefly included to put

your donors at ease that they’re in expert capable hands.

To soften the idea of tackling the daunting task of estate planning,

we have included fun or quirky facts about your associate to let your

donors know this process will be engaging and rewarding.

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HOW TO USE IT?This piece is designed to be inserted into the “A Gift for You” brochures. There are two business card placeholders for your associate’s

business card and your own business card.

Comes in bundles of 50, including 50 of your Associate business cards.

TESTIMONIAL SHEETSSpread the word! This piece complements the “Gift for You” brochure

and Associate Bio Kit, and features your organization’s logo, contact

information, and donor’s testimonial and photo (if desired).

This piece can be used to provide an initial introduction to our services,

as a first touch prior to giving the brochure.

HOW TO USE IT?Have influential people within your organization go through the process

and help spread the word!

This piece can be emailed or professionally printed to include in mailings

or distribute at presentations, etc.

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NEED A BOOST?Feeling a slump and need a refresh? Go back to the basics and work with your

associate through the new client steps.

Refresh

AND, THE BEAUTY IS…

The Client Center is searchable!

GREAT! WHERE CAN I FIND EVERYTHING?

Brochures, Bio Kits, and Testimonial Sheetswww.ceplan.com/order

VideosClient Center Donor Engagement & Marketing Videos to Help Invite Donors

Client Samples/TemplatesClient Center Documents

Podcasts & New Client StepsClient Center Training

Digital Brochurewww.ceplan.com/digitalbrochure

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CREATING AN OUTSTANDINGDONOR EXPERIENCE

JOHNI HAYS, J.D., FCEP//SENIOR VICE [email protected]

TWO PERSPECTIVES

THE NONPROFIT’SPERSPECTIVE

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PRIOR TOINVITING

o Understand how the process workso Go through it yourself

You can speak so much more confidently about it!

DONORS

FEELGOODABOUTYOURPROGRAM

CONFIDENTIALITYo Understand why confidentiality is

critical for success

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STEWARDSHIPthroughout the process….

STEWARDSHIP TIPS

1. Call each donor a few days/one week prior to the meeting to confirm their upcoming appointment. Email is okay if you also call them first.

2. Be sure the donor always knows who to call, what phone number & email to reach the nonprofit if they need to reschedule or are running late, etc.

3. Use the “Thompson day” as a day for donor relationships….

4. Don’t stay confined to your office and avoid planning outside meetings this day.

STEWARDSHIP TIPS

5. Meet and greet your donors at the start of each and every meeting.

6. Walk with them to the meeting room.

7. Make the room comfortable for your donors: small snacks (Gold Fish work well…..skip peanuts) with water, coffee and/or sodas.

8. Avoid a paper plate of cold donuts and a jug of OJ.

9. Offer to take them on a tour or schedule coffee with them after their meetings.

10. Pick them up at the end of the meeting. Ask them how they are enjoying the process.

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COMPLETEAfter the process is…

1. Send an evaluation form (with a self-addressed, stamped envelope) and a thank you note for using the process

2. Ask for referrals

THE DONOR’SPERSPECTIVE

1. Your invitation should be in the context of a special program you are offering to them…..a pearl!

2. They may think they have an estate plan already in place…..most don’t. Educate them why.

INVITING YOUR DONORS

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THEPROCESS

o Confidentiality is key!‒ First meeting – crossed arms‒ By third meeting – hugs!

How do donors feel aftercompleting the process?

THE IMPACT:

IMPACT ON YOUR DONORS

o Trust is builto The process is about them!o It helps them solve issues

Their good feelings bring them even closer to your organization!

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PEOPLE LOOK FORSIGNIFICANCE

“We make a living by what we get,

but we make a life by what we give.”

- Sir Winston Churchill

Studies show thatplanned giving donors actually increase the

amount of their annual gifts.

DONOR IMPACT:

PEOPLE CARE ABOUTTHEIR LEGACY

“It is the responsibility of every human

being to aspire to do something

worthwhile, to make this world a

better place than the one they found.”

- Albert Einstein

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STEWARDING BEYOND

o Most donors will want to join your legacy/heritage society

o Treat and steward all donors the same during and after the process…most will give, but know that a some won’t

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FOR SUCCESS - Thompson & Associates · 2019. 9. 25. · Founder & CEO 13 14 15. 9/30/2019 Thompson...

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Transcript of FOR SUCCESS - Thompson & Associates · 2019. 9. 25. · Founder & CEO 13 14 15. 9/30/2019 Thompson...